Tom made 37 cold calls & set 1 appointment. His meeting was with a medium-sized manufacturer.
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When Tom met with that prospect, he was careful not to rush right into his agency’s Features & Benefits. No, he first spent a lot of time learning about his competition & uncovering major problems with the incumbent agency’s servicing & policy gaps.
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Only then did Tom begin going through his Timeline of Services, which detailed a 12-month picture of what doing business with Tom & and service team would look like.
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It was obvious that the insured really liked Tom’s Timeline of Services.
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“My agent doesn’t do half of this stuff,” the insured replied.
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Once Tom felt the prospect truly wanted what he had to offer, he said: “Are these the exact services you want from me and my team over the next 12 months?”
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When the insured said “Yes,” Tom pulled out a blank Broker of Record Letter and asked the prospect to sign it. He explained that it would terminate the other agent’s access to service their policies and that Tom and his team would begin immediate implementation of the 12-month Timeline of Services.
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The prospect signed it.
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In less that an hour at the first meeting, the insured went from a prospect to a new client!
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